PandaDoc
JULY 23, 2025
Over time, these personalized experiences build trust and increase the likelihood of repeat business. By following customized tasks and workflows, account management and sales reps can keep communications consistent and timely, improving the likelihood that customers feel supported and valued.
SaaStr
MAY 5, 2024
Dear SaaStr: what are your thoughts on incentivizing reps to handle repeat business vs focusing solely on new business with an account management team for repeats (when you are still under $10m)? Basically, automate it as much as possible.
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Understanding the Sales Force
JANUARY 9, 2024
We brought Dinger back to the Vet to confirm our fear, and today’s article discusses a topic I don’t often write about, repeat business. In Baseline Selling terms, most salespeople start their repeat business conversation at 3rd base but she did what salespeople should do and started at 1st base.
RAIN Group
APRIL 14, 2021
According to our research of sales, enablement, and company leaders: 64% prioritize increasing business with existing accounts. 62% prioritize improving customer retention, repeat business, and renewals. Despite this, only 8% of executives rate their account planning process as very effective.
Sales Hacker
JANUARY 11, 2018
Earning repeat business/referrals. Like tasks in a specific project, sales activities are interrelated and need to be managed closely to fix overlaps. When the strident discipline of project management meets the hyperactive process of selling, good things happen. These activities commonly include: Prospecting.
Understanding the Sales Force
JANUARY 9, 2024
We brought Dinger back to the Vet to confirm our fear, and today’s article discusses a topic I don’t often write about, repeat business. In Baseline Selling terms, most salespeople start their repeat business conversation at 3rd base but she did what salespeople should do and started at 1st base.
Hubspot
JUNE 21, 2022
Guided selling is used in both B2B and B2C scenarios, with the primary difference being that B2B approaches often involve direct contact between account managers and business buyers, while B2C solutions typically prioritize data-driven online questionnaires to help funnel customers to the right products.
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